About this role
Location(s):
IndiaCity/Cities:
GurugramTravel Required:
00% - 25%Relocation Provided:
YesJob Posting End Date:
February 5, 2026Shift:
Job Description Summary:
The Director – Integrated Operations (RGMX & Affordability) is the system-wide owner of Revenue Growth Management and Affordability strategy, accountable for delivering sustainable topline growth, margin expansion, volume, transactions, and share gains across the KO system.
This role leads the design and execution of RGM frameworks, portfolio and pack-price architectures, pricing and promotion strategies, and affordability interventions—specifically countering insurgent brands across channels and price segments. The role serves as the single point of accountability for affordability strategy, OBPPC design, and economic value delivery, ensuring competitiveness and disciplined execution in partnership with bottlers.
Focus, Scope & Impact
Own and drive system-wide RGM and Affordability strategy, linking inflation-led pricing, mix management, margin expansion, and share growth
Lead the Affordability and Counter-Insurgent Brands agenda through portfolio design, pack-price architecture, RTM choices, and execution models
Act as the integrator across Commercial, Marketing, Finance, Supply Chain, Digital, and Bottling partners
Enable stronger NSR capture, higher basket size, improved purchase incidence, and optimized system economics at lower cost-to-serve
Key Responsibilities
1. Revenue Growth Management (RGM) & Pricing Architecture
Own the end-to-end RGM agenda, ensuring revenue growth in line with inflation through channel, pack mix, trade, customer, and wholesale levers
Design and govern BPPC / OBPPC frameworks as a core subset of RGM, enabling disciplined pricing and portfolio choices by occasion and channel
Identify and unlock pricing headroom while protecting affordability and competitiveness across price segments
2. Affordability & Counter-Insurgent Brands Strategy
Lead the system affordability agenda to effectively counter local and insurgent brands
Shape portfolio, pack-price architecture, pricing ladders, RTM choices, and execution models to win in value and entry price segments
Partner with bottlers to ensure consistent, scalable, and economically viable affordability execution
3. Innovation as an RGM Lever
Use innovation (product, pack, format, and execution) as a key lever for revenue and margin capture
Continuously build business cases that align bottlers and the system toward improved realizations and revenue capture
Ensure innovation choices are tightly linked to RGM objectives and affordability needs
4. Channel Strategy & Execution Excellence
Develop and execute channel-specific RGM and affordability strategies in close collaboration with bottlers
Drive superior execution across pre-store and in-store environments to improve NARTD basket size and purchase incidence
Design segmented execution plans with category leads, integrating distribution, velocity, equipment deployment, and salesforce capability
5. MIS, Analytics & Competitive Benchmarking
Build and own robust MIS to track channel-wise pricing, pack-price architecture, and execution for both KO and key competitors
Benchmark RGM practices versus other beverage and CPG players, translating external learnings into system-relevant actions
Leverage outlet-level data and digital tools to identify granular optimization opportunities
6. Capability Building & System Enablement
Lead development of execution excellence tools, RGM playbooks, and governance mechanisms
Drive commercial capability building in line with global priorities across Commercial, Marketing, and Finance
Utilize the Bottler Capability Framework to support execution capability expansion, equipment investments, and sales effectiveness
7. Insights, Governance & Decision Support
Own the IE diagnostic agenda, ensuring insights are translated into clear, solution-oriented actions
Communicate insights effectively to senior stakeholders, including bottlers and GMs
Enable fact-based decision-making through metrics-driven planning and performance reviews
Impact of the Role
This role is central to accelerating revenue growth, improving system margins, and strengthening execution excellence across channels. Success will be measured through:
Improved NSR capture and margin quality
Higher basket size, purchase incidence, and customer value share
Better field sales efficiency and strike rates
Optimized product rotation and lower cost-to-serve
Qualifications & Requirements
Experience
12+ years of experience in commercial planning, sales, channel strategy, or RGM
Strong exposure to portfolio, pricing, and innovation-led growth strategies
Experience working with bottlers/system partners is highly desirable
Core Skills & Capabilities
Strategic & Analytical Thinking: Ability to translate strategy into scalable execution across the system
Leadership & Influence: Proven ability to align and lead cross-functional and system stakeholders
RGM & Segmentation Expertise: Deep command of revenue levers, OBPPC, and affordability models
System Economics: Strong understanding of operational and financial trade-offs
Digital & Advanced Analytics: Ability to connect data, insights, and execution for growth and efficiency
Skills:
Business Integrations, Business Planning, Channel Management, Communication, Execution Excellence, Market Dynamics, Negotiation, Revenue Growth Management, Value Chain EconomicsOur Purpose and Growth Culture:
We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.
About The Coca-Cola Company
From our roots at the counter of a local Atlanta pharmacy, to our current portfolio of more than 200 beverages, The Coca-Cola Company is one of the most globally-recognized brands in the world. Today, our lineup features beloved beverage brands, including
Coca-Cola, Sprite, Fanta, smartwater, Dasani, Topo Chico, BODYARMOR, Powerade, Costa, Georgia, Goldpeak, Minute Maid, Simply, fairlife and more.
The Coca-Cola Company is committed to bringing about real change – to our industry, to our local economies, and to the world around us. Through constant evolution, we continue to reimagine the way we refresh the world and make a difference.
We're innovating our portfolio with products that give people more varieties that meet our consumers where they are.
We're working with global partners to transform our business, and grow it in more sustainable ways.
And we're providing jobs and opportunities to the local economies where our people live and work, employing 700,000 people throughout our global system alongside bottling partners.
If you're a changemaker looking to make a change, come join us in our mission to refresh the world and make a difference.
Learn more at: www.coca-colacompany.com/careers
What you'll do
- The Director of Integrated Ops will oversee operations related to affordability and RGMX. This role involves strategic planning and execution to enhance operational efficiency.
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